Alessandro Di Gioia

Ever wondered how LinkedIn built their sales ops function? 👀 Wonder no longer! We’ve got the inside scoop on how LinkedIn’s operations department has scaled over the last seven years. 📈 Join us as José Almaraz Reséndez, Sales Operations Senior Manager, Systems and Tools at LinkedIn, discusses territory planning, AI, growth strategies, and more. 💫 👉 Scale your sales ops: https://lnkd.in/d9wCQjwE #SalesOperations #SalesOps #RevenueOperations

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5 things I would do as a SaaS BDR/AE/AM/CSM with commercial targets for a successful quarter close: 🔎Identify the hotest leads + requalify as you go, for a delay-free closing process. 📊Make use of existing data: what has worked well for you and for your colleagues in previous quarters? 💥Prioritize high-impact activities and minimize distractions (like unnecessary meetings). 👔Aim to focus your outreach on those with decision-making authority. 💪Intensify your follow-ups, with a strategy that works for you: whether it is automated reminders or personalized communication. What else will you be doing to make the most of the two weeks left in the quarter?

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As an SDR outbound prospecting is crucial to filling your pipeline with high quality and ICP leads, and here are a couple of things I've learnt and adopted since being an SDR: ✅ Have a creative cadence/flow - ensure you are mixing ways of prospecting, from emails, LinkedIn, cold calls, memes, videos, voice notes etc. = For each industry I approach, it's different. However, there are similarities and traits between them all, they are all 8 steps+, and I like to message on LinkedIn or email first, then call them, as it's slightly warmer and rings a bell. ✅ Personalisation is SO important - show your prospect that you've done your homework. = I tend to use LinkedIn or the companies website to find information, i.e. what they're interested in, people/leaders they follow, whether they are active on LinkedIn so you can reference a recent post etc. My favourite piece of outreach is anything that includes Everton (it always gets a response... whether good or sympathy🤣) ✅ After finding information, use this to tailor your messages to the prospect’s industry, role, and pain points/challenges that may resonate. = "After reading that X, Y & Z, I imagine this could be a risk that you're looking to mitigate" OR "this could be an area that you're looking to capitalise on" etc. ✅ Once you've started your cadence, keep following up respectfully. Persistence for an SDR and salesperson is 🔑 = Again, I liked to mix this up, but every follow-up needs to try and resonate with the prospect and their industry. If I've tried reaching out and not heard from them, I use memes, gifs, case studies etc. But ultimately timing matters, so don't stop after the first attempt!! These are some things I've picked up, please comment some other tips below👇👇 #sdrs #outbound #prospecting #businessdevelopment

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You pay your Account Executives, Account Managers, SDRs, Customer Success, Marketing, and RevOps colleagues top dollar to optimise and maximise how they go to market. But they spend 72% of their time (on average), on tasks that are exactly the OPPOSITE of going to market. Sound familiar? Sales Intelligence used to be: 1) A vendor for contact data 2) A vendor for company data 3) A vendor for intent data 4) A vendor for spotting churn/renewal risk 5) A vendor for website tracking 6) A vendor for conversation intelligence Impact: 1) 72% of their time wasted in chasing after 90% of your TAM, that aren't currently even in market. 2) Finding out after notice has been given that your best customers have been shopping elsewhere. 3) 7 different vendors who don't talk to each other, operating in independent silos of inactionable data. Digital phonebooks & manually data mining across multiple vendors means that GTM specialists spend more time researching...not selling. It doesn't have to be that way... Imagine a world where: 1) Every seller can see what they need to personalise their outreach 2) Every seller can truly personalise at scale 3) Every seller can rely on AI to give them the pointers they need to be relevant AND personable 4) Every Account Manager can spot months & weeks in advance that their best customers are looking at other providers 5) Every RevOps person can standardise their data and insights into a consolidated view We're not in the 2021 economic boom, it has never been harder to convert conversations to dollars, especially in a time efficient way. You might be asking, is an alternative possible? Yes - #ZoomInfoCopilot. Launched to the world today after months of value creation & validation with our customers. The future is now, ready?

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‘We need an SDR who has at least 12 months SDR/BDR experience at a SaaS company’. This is a common hiring trend I see right now and whilst indeed, someone with that experience may work out for you and I understand the logic, there are a few potential flaws I wanted to share about that expectation/requirement that may be preventing you from hiring your next superstar... 1. A great SDR will generally be promoted after 12-18 months in the role. 2. More experience = more expensive. 3. Many of the best performing SDR’s we see are those with as little as 6-12 months sales experience from sectors such as customer service, retail & hospitality. 4. Motivation > Experience. A poorly motivated SDR with a high skill level rarely works out. Confident in your leadership, enablement and product? Hire someone on motivation and attitude. Use the interview process to qualify their basic skill set, appetite to put in the work required and aptitude for learning and developing over and above their current skill level as an SDR. Hiring someone with 12 months SDR experience may work for you and I’m not trying to communicate that they are bad candidates, but when you actually consider what makes an excellent SDR, this requirement may be holding you back from hiring your next pipeline building king or queen. Always curious to learn from SDR leaders. What are some of the experiences of the best SDR’s you’ve hired? David Wilkins curious on your thoughts along with the SDR Leaders of EMEA!

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Customer Success Snack just released their Customer Success European Salary Benchmark based on answers from 1,500 CS professionals. Although the role of Customer Success Manager is often dominated by women, the management positions are still held by a majority of men and salary gaps are shocking. According to the report: "When we look at OTE earnings, there’s a huge gap where men systematically earn more than women: male CCOs: +39%, male VPs: +25%, male Heads of CS: +21%, male CSMs; +10%" Yet, the survey also shows that women are fairly satisfied with their salaries, probably due to the lack of transparency on salaries in tech. When are we going to change this? Thank you Mick Weijers for raising awareness ✨ Read the full report here: https://lnkd.in/eZ3Un52B #customersuccess #genderpaygap #womenintech #salarybenchmark

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Only two weeks to go until the Sales Enablement Summit in Amsterdam on 16-17 May. The Mindtickle EMEA team are looking forward to discovering more about key enablement trends. Come and say hi to the team who are will be more than happy to share tips and advice on how we can help provide resources for businesses to be successful in driving revenue productivity. #revenueproductivity #salesenablement #sales #productivitygrowth #knowledgesharing #knowledgenetworks #events

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How does your salary compare to your peers? How much should a CSM earn? Is it €35,000 or €170,000? What's a fair OTE rate? Should it be 80/20 or 95/5? We set out to answer these questions. We wanted to know how companies pay customer success professionals across Europe, so we asked 1,500 CSMs to share their salaries with us. Now, we’re excited to share those results. The Salary Benchmark report offers a detailed analysis of how professionals like you are compensated, with insights broken down by country, region, gender, experience level, and more. Here’s a glimpse of what we discovered: Total compensation: 76% receive a mix of base salary and variable pay, with an average base salary of €70,000. Gender pay gap: Men earn 16% more than women - the gap is bigger in senior roles. Willingness to relocate: 52% would relocate for better pay, regardless of age, gender, or company size. Check out the report and the DIY Benchmarking tool here: https://lnkd.in/egUk5prK

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Looking for your next RevOps role? 🚀 We know interviewing for a new position can be a nerve-wracking process. 😰 That's why we compiled a guide of commonly asked interview questions, and how to approach them. 🌟 Including making use of the STAR technique! Check out the full guide. 👇 #RevenueOperations #CareerGrowth #InterviewQuestions

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THIS! So many CSM’s are great at the functional or being empathetic or the voice of the customer but feel off purpose when the discussion of commercial responsibility comes up. I would argue that there is no one better suited to identify growth (sales) opportunities for our customers than CSM’s. We will probably bear the brunt of the issues if there is a bad implementation or poor utilization so it’s in our best interest to only suggest new products that we know will benefit our customers. Let’s build strong strategic relationships with our Account Managers and lean in to the commercial “responsibility”.

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Stop obsessing over OTE on its own. It's a vanity metric that doesn't really matter if loads of other factors aren't on point. I know a lot of AE's ''on €160k OTE'' who just earn their base salary. The achievability of the OTE and the impacting factors do matter: - Quality of leadership - Training & Coaching - Product Market Fit - % current team on target - Saturation of the sales team - Bonus Structure OTE is an important aspect of course, but all A players I speak with don't give much importance to the OTE figure on its own.

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🚫 Rejection: The Stepping Stone to SDR Success Rejection is part of the sales journey, and for new SDRs, it can be tough. But embracing rejection is key to growing and succeeding in this role. Here’s why you should view rejection as an opportunity: 1️⃣ Learning Experience: Every “no” is a chance to learn. Analyze what didn’t work and refine your approach for next time. 2️⃣ Building Resilience: The more you face rejection, the stronger and more resilient you become. This resilience is a vital trait for long-term success in sales. 3️⃣ Refining Your Targeting: Rejection can be a signal that you need to fine-tune your targeting. Use it to sharpen your focus on the right prospects. Remember, every “no” gets you closer to a “yes.” Keep pushing forward! 💪 #SalesDevelopment #SDRLife #Resilience #GrowthMindset

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My 5 top CV tips for Junior/Medior SaaS Sales professionals... 🧡Add a short and semi-specific personal statement. Example: 'SaaS BDR with 2 years of experience open to Junior AE opportunities in a MarTech startup or scaleup' 🧡Add your KPIs (Target/Benchmark VS Attained) Example: 'Booked 35 meetings per quarter (110% Target Attainment)' 🧡Add the tools you use (not only Sales CRM, but any others that are relevant to your work). Example: LinkedIn Sales Navigator or GDPR-compliant prospecting tools. 🧡Use SaaS lingo! Examples: MRR/ARR, MQL/SQL, ROI, Churn, PMF, etc. 🧡Bonus Tip: Include your preferred sales methodology!

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Prepare for the Gen Z candidates entering your workforce TODAY. Aaron Hawthorne of iXL is going to provide the key interview questions to uncover the best candidates for your SDR team! 17th May @ 11:00CET/10:00 GMT Want to join? Go to the comments 👇

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Everyone thinks it's easy to become a CSM Here’s your reality check: It’s not Despite what the “Top 100 CSM influencers” tell you. I never knew what a CSM was until 2019. And I think most of you never knew about it either. There is a lot of buzz around this role. Too many #LinkedIn influencers (who aren’t even CSM’s) tell you: -Send proactive DM’s and LinkedIn messages to companies   -All you need to do is network to become a CSM -Make sure to put numbers on your resume -“All teachers can become a CSM” (not knocking teachers, my wife is one) There is a lack of understanding of what the role is: 1. You are the one who will get a call at midnight on a Tuesday 2. You are the one who has to deal with an angry client 4. You are responsible for massive company revenue. 5. You are relied upon 7 days a week. 6. You are on call if needed. 7. You are not 9-5, ever. This is not a rainbows and butterflies role. This is hard, demanding, emotionally draining WORK. Are there amazing benefits? Yes. -Work remotely -6 figure salary -Great benefits But it comes at a cost. -I’ve seen people take months off of this role to rest -I’ve seen countless peers burnout only to change careers -I’ve seen tech companies lay off their entire CSM department -I’ve seen under-performers fired who have families to support All that is to say. If this is something you want. As in you will be truly, unstoppable. Ask yourself: What is your “WHY”? What is going to motivate you throughout the: -Ghosting -99% Rejection -The 5 interview rounds -A QBR you spent hours on -An offer that gets taken away There is so much “you got this” on LinkedIn Not enough authenticity. If I made you angry this morning. Good. At least I told you the truth.

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Account Managers and Customer Success specialists, struggling to reach their renewal quotas- you are not alone ❗ Over the past 5 days, I have spoken to over 50 AM's and CS Specialists who have all told me the same thing, their renewals rates are dropping-off rather significantly 📉 Why? ESSER Funding...💵 During the Pandemic, Elementary and Secondary Schools received Emergency Relief funding, created in 2020 by Congress to address the impacts of the COVID-19 pandemic and mitigate learning loss. You may also know it as part of the American Rescue Plan Act (ARP). ⛑ The $13.2 billion ESSER Fund will now expire in September, causing key decision makers at the District level to have to manage spending. A natural side effect of this is not renewing some contracts with providers. 📑 So, moving forward, I want to offer my support to any AM's or CS specialists who are thinking about a new role or would just like to chat in general about the industry! ☎ #EdTech #AccountManager #CustomerSuccess #EdTechSales #Sales #ESSER #K12

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SDRs - struggling to find motivation today? This one thing upgraded my results and life drastically: Exercise Believe it or not, exercise can and will massively up your game as a rep. It's proven to increase: 1. Mental Clarity and Focus 2. Energy Levels 3. Resillience 4. Discipline Whilst decreasing: 1. Stress 2. Burnout 3. Anxiety 4. Bad moods This then translates to: 1. Better quality calls/emails/LI's 2. More energy to do more activity 3. Less anxiety around rejection/failure 4. Better quality of life overall. So if you haven't started working out do! Could be anything from walking to football to cycling. My happy place is the gym (and have also dabbled in crossfit). Has exercise benefitted your sales career? Here's a picture of me and the GOAT SDR Sazid Reza enjoying our travels in cornwall.

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🎭 Account Handover within the CS Team - it's like replacing the lead actor in a show, ensuring the audience experiences the same flawless performance! When transitioning between CSMs, several scenarios may trigger a handover: - CSM Attrition - CSM Promotion - CSM Underperforming - Account Reallocation - Changing Customer Mix - Customer Segment Changes Our latest infographic breaks down key objectives and activities to ensure a seamless transition with ZERO impact on your customers. 🔍 Curious about more? Download the infographic with the link in the comments to unlock all the details! Special thanks to Guy Galon, VP for Customer Success at Obrela, for sharing this valuable resource with our community. #CustomerSuccess #CSM #AccountHandover #SeamlessTransition #CustomerExperience #Infographic

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